Director of Referral Partners

ABOUT THE ROLE

Second Front Systems (2F) is seeking a motivated Referral Partner Manager  to support our team. We are a fast-growing entrepreneurial team working at the convergence of technology and national security. The work will be dynamic and wide-ranging  with supporting the deployment and scale of our Game Warden platform.

In this role, you will be responsible for developing and scaling our referral partner ecosystem, with a focus on cultivating strategic relationships with venture capitalists (VCs), incubators, accelerators, and other influential partners in the tech and defense sectors. This role is pivotal to expanding our reach and generating high-quality referrals, driving new business growth, and supporting our mission to deliver innovative technologies to the U.S. government.

Note: This position requires U.S. citizenship due to government contract requirements.

• Identify, engage, and nurture relationships with consultancies, VCs, technology accelerators, incubators, and other potential referral partners to generate new business opportunities.
• Develop and execute a partnership strategy that aligns with Second Front Systems’ growth objectives and builds a robust pipeline of referral leads from high-value partners.
• Manage and optimize the referral partner program to generate qualified leads, track performance, and refine strategies to ensure consistent referral activity and ROI.
• Work closely with Sales, Marketing, and Product teams to ensure seamless integration and support of referral partners, coordinating go-to-market strategies and creating co-marketing opportunities.
• Provide insights on emerging technology trends, VC funding patterns, and innovative startups that align with Second Front’s mission, enabling proactive partnership development.
• Develop materials, presentations, and resources that educate potential referral partners about Second Front Systems’ offerings and value propositions.
• Establish KPIs and metrics to track and report on referral program performance, ensuring data-driven decisions and continuous improvement.
• Leverage your understanding of the venture capital landscape to identify and collaborate with portfolio companies that align with Second Front Systems' product offerings, facilitating their entry into the defense market.

• 5+ years of experience in partnership and business development roles with a focus on early-stage companies and startups.
• Proven ability to build and scale referral or partnership programs in a SaaS or technology-focused company.
• Familiarity with the challenges and opportunities in selling commercial technologies into highly regulated environments like defense or government sectors.
• Established relationships with venture capitalists, startups, incubators, consultants or accelerators, particularly those in the tech, cybersecurity, or defense space.
• accelerators, particularly those in the tech, cybersecurity, or defense space.Ability to think strategically about partnership opportunities and analyze data to drive business decisions and optimize referral partner performance.
• Strong interpersonal skills with the ability to effectively present and communicate the value of Second Front Systems to external partners and stakeholders.
• Demonstrated success in driving new business through partnerships, with a proactive approach to meeting goals and growing the business.

• Experience in the national security, defense, or cybersecurity sector.
• Familiarity with SaaS sales cycles, particularly in complex or regulated markets.
• A network of relevant industry contacts in defense tech or the broader technology ecosystem.

Perks & Benefits

This role is full time.  As a public benefit corporation, we’re a team of purpose-driven trailblazers transforming the future of U.S. national security. We hire the best to do their best and, as such, we are committed to providing the perks and benefits you need to be successful—both in- and outside the workplace.

We offer you:

Competitive Salary

100% Healthcare, vision and dental coverage

401(k) + 3% company contribution

Wellness perks (Fitness classes, mental health resources)

Equity incentive plan

Tech + office supplies stipend

Annual professional development stipend

Flexible paid time off + federal holidays off

Parental leave

Work from anywhere

Referral BonusVisit our careers page to learn more.

WHO WE ARE

At Second Front Systems (2F), we equip defense and national security professionals for long-term, continuous competition for access to emerging technologies. Founded by two former U.S. Marines with firsthand experience of the dangers outdated technology poses in combat, our team is dedicated to fast-tracking government access to disruptive, commercially-proven technology for U.S. national security missions. 

Our Game Warden product, a fully managed and compliant DevSecOps platform, accelerates the process for accrediting software as a service (SaaS) applications for government use.

Learn how 2F can help you make an impact on national security missions at www.secondfront.com

ONE LAST THING…

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria. We strongly encourage you to apply if you’re interested—We'd love to know how you can amplify our team with your unique experience.